From Rock Bottom to Roofing Success | TRM Episode 6 w/Raymond Wendell - The Roofing Millionaires

Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
On my worst day, I was still being a Mercedes or a Porsche, you know, even using drugs and

(00:05):
alcohol.
So even when I was doing wrong, it looked like I was a successful person.
When I had my son, but I still at the end of the day, I kind of feel like a failure
living that type of life.
Then when you bring a child in the world, you know, and it was gonna be my son, I didn't
want to fail him.
I feel that the world is kind of glamorizing these things and linking it to success, whether

(00:28):
these are not the signs of success.

(00:52):
You have been into all of this.
I'm just 25 right now.
How was that experience?
Like do you have any traumas or you felt that even though I have decided to give up that
life, but I still have some experiences or some traumas that shape my response right
now.
I came home from prison, you know, I served so much time.

(01:13):
I couldn't even order my food.
There's too many choices.
They have been sliding it, you know, to me through a window the whole time.
I stood in line to get a there's there's definitely the traumas that come from, you know, I've
been shot.
I've been stabbed.
I live, you know, that that type of life.
But you know, that's when we become self-aware.
So if the traumas took control, I would never end up being successful.

(01:35):
Right?
I would someone watching or listening to this podcast and they want to start a roofing company
as well.
What's your number one advice to them to build a strong culture and to run the roofing company?
If you had 20 bigs, right, you would have you'd have a pretty good company.
If you had 20 rainbows, you'd have a pretty good company.
Right?
If you had 20, you know, of the top the top people here, you'd have a pretty good company.

(02:00):
So once you learn how to win in life, you're winning in your personal life, you're winning
in your roofing life.
You want to start duplicating winning.
What would be your strategy to go out against those equity guys?
And because you have to make business as well, I would show up every day with the intention
of being grassroots.
Right?

(02:21):
Be involved with my community.
Sponsor the soccer teams.
Sponsor the baseball teams.
Be grassroots as you can.
Go get with your local real estate agents.
You know, build out your little hub, your little platform.
Be grassroots.
Don't be looking to go into many states.
Build you a solid foundation, roofing company in your community.

(02:42):
Do you believe that showing gratitude over things, even if you have nothing, kind of
attracts the things that you want?
So last eight, nine years, I probably made roughly 12, 13, 14 million dollars, right?
My net worth eight figures.
But as I talk to you, I'm sitting in a 1500 square foot house.
Is there any signing off notes or advice that you have for the people who are watching or

(03:07):
listening to the podcast?
Take care of your health every day.
Take care.
Invest in your health like you invest in your career.
Go out the door every day and make it happen.
If you're in a roofing every day and you're a roofing sales rep, a hundred doors a day,
you will never have a problem until you build your pipeline.
Hey, everyone.
Welcome to the latest episode of the Roofing Millionaires podcast.

(03:31):
In this episode, we are sitting down with Raymond Vandel from Perimeter Roofing, and
we have discussed how the challenges you face in your early life can impact the kind of
business and life you create later on.
We have also talked about the role of equity firms in roofing and how you can compete against
equity firms even if you are starting your roofing business from scratch.

(03:54):
Plus, we have also dived deep into the extensive career that Raymond had in roofing that might
help you thrive in your roofing business as well.
Let's dive in.
Welcome to the Roofing Millionaires podcast, Raymond.
It's great to have you on the show.
Let's just begin with a simple one right now.

(04:17):
How are you feeling today and what has 2025 brought to you so far?
Yeah, I'm feeling great today.
I got a lot of exciting things coming up.
It's been pretty good.
2025 has been an interesting year for me.
It's the first year I've started off by not being out in the field with my team, but it's
definitely a great, just waking up alive is great every day for me.

(04:40):
So yeah, just excited for new challenges, new beginnings, do something a little different
this year for the first time.
And yeah, just blessed to be healthy and active and still relevant enough to be on your podcast.
Great.
Normally when I start the podcast, I ask my guests that how did they end up in roofing?

(05:01):
But frankly speaking, I've seen some of your interviews and I've noticed that you have
so much that is uncovered yet and I would try to explore that in this podcast.
So and in this podcast, by the way, I just talk about the non-technical sides of roofing
as well because I feel that there is much out there about the technical sides of thing.

(05:23):
But when we talk about how to build a real business, there is no much information regarding
that.
So that's why I just want to ask you like, where did you start and where are you right
now in life?
Yeah.
So when I first started in roofing, I was actually, I was working at a shop and they
were bringing the roofing trucks in to get my friend's company that he had started.

(05:45):
They were bringing trucks in to get accessories on them like lip kits, wheels, tires and everything.
And I was kind of working at the lower end of that shop, sweeping the floors, cleaning
the bathrooms, doing C-level mechanics and stuff.
Just kind of getting back on my feet in life where I had put myself in some tough situations
early on in life.
Then I came on as a canvasser.
So I used to get a hundred dollars a claim number and $200 for a signed contract.

(06:09):
That was about probably nine years ago.
Yeah.
Nine years ago, maybe a little over nine years ago.
And today I have sold my company to private equity for eight figures and just kind of
on the outer side of things.
I'm still a W-2 for the platform.

(06:29):
Just kind of sitting at the house and quarterbacking from the couch as the new leadership takes
control of it and they go to the next level.
I just kind of life coaches some of the higher end guys that are here and well, all my guys
listen to me fully transparent that need help out in the field.
Not really given direction, just kind of coaching them on the roofs.

(06:54):
If this carrier is doing this, what the email back.
We're having a little bit of problem with the homeowner, just using some of my skills
that I used when I was actually out in the field to kind of close the deals.
So just kind of being a support system from the house now as the private equity firm takes

(07:14):
it, they bought it.
So they're taking it to the next level now.
Yeah.
We'll come back to the private equity later on.
And as you have just told me, I feel that you are someone who started from scratch and
you gained control as well.
And then you learned to just free yourself and give control and empower others.

(07:36):
That's what I have seen when I hear your journey.
So that raises a question in me.
Did you ever imagine that you would be where you are today, both professionally and personally?
Did you ever think of achieving all of these things?
Yeah.
I mean, so yes, then no.
Also early in life when I was kind of a young man that had got off on the wrong track, I

(08:01):
was caught on the wrong track really fast, just like I did in roofing.
So when you're in the street life and doing stuff that is not being a very productive
member of society, actually taken away from it, I was trying to be really good at that
level.
Right?
And I was reaching new levels in the wrong way.

(08:25):
So at that point in my life from probably 17 to 26, 27, I was doing really wrong at
a progressive rate, trying to be great at being bad.
Once I changed my life and had my son about 13 years ago, I changed my life.
I went into a rehabilitation center.
I quit drinking alcohol.

(08:46):
I quit using drugs.
I quit selling drugs.
I quit living the wrong way.
Then I threw myself into being really great in the right way.
So I felt like I was going to make a very big impact on the world, either negatively
or positively.
But I wanted to make a great impact.
Right?
Well, let's not say great because it's poor behavior, but I wanted to make a big impact.

(09:08):
And the first part of my life, it was in a negative manner, polluting the community with
drugs and trafficking and stuff.
But when I made the decision, I did that 180 June 6, 2012, I decided on that day to make
a great impact on the community by being the best person I could be, best father, best
in all my relationships.

(09:30):
I wanted to build a great business that gave back.
Actually, I opened up a really rehabilitation center, Men's Recovery Center soon after in
2016.
And we had the roofing company and the Men's Recovery Center at the same time.
So I knew I wanted to make a great impact, teach guys trades, guys and girls trades that
could get a second chance just like I received.

(09:53):
I actually had this question.
I kept it for the later part of the interview.
But you have mentioned it right now that you have been on the right side and on the wrong
side as well.
And now if we see that if I am having drugs and if I'm having alcohol, I am considered
the G in my community and if I am, you know, having all these, I'm going off track, I would

(10:19):
say then people start appreciate like I receive appreciation from people.
And I was listening to one of your interviews that the question people ask is like why you
don't drink?
They don't ask you why you need to drink in the first place.
And you have been someone who has been doing all this.
And then you realized that, okay, this isn't my way or this isn't my path.

(10:42):
So what was the realization or the point that you that made you realize that, okay, I have
had enough of this and now I have to change my life?
Having my son, you know, that was a big that was so I had my son in January 2012.
I went into treatment June, June 2012.

(11:04):
Enough was enough.
But you know, I had felt, you know, I had been really, you know, productive at making
money and stuff doing the wrong thing, you know, being a bad person, you know, I still
on my worst day, I was still being a, you know, a Mercedes or a Porsche, you know, even
using drugs and alcohol.
So even when I was doing wrong, it looked like I was a successful person when I had

(11:27):
my son, but I still at the end of the day, I kind of feel like a, you know, a failure
by, you know, living that type of life.
Even when you bring a child in the world, you know, and it was gonna be my son, I didn't
want to fail him, right?
I had already failed myself.
I was kind of, you know, I was getting too old to be out there, you know, selling drugs,

(11:47):
trafficking drugs, you know, doing wrong, you know, when you have a kid, that's the
new chapter.
So you know, it took me about six months after he was born to, you know, close up all my
loose ends.
I still had a lot of legal stuff pending over my head like a lot.
And it was just enough was enough.
I chose, I wanted to be, you know, a father, I wanted to be, you know, a productive member

(12:07):
of society.
So bringing him in the world, you know, and he didn't ask to come in the world as no children
do.
But I knew, you know, I didn't want to fail at being a father, you know, I wanted to be
there.
And I mean, that was probably the only thing that really got me out of that, out of that
street life because, you know, fast money, fast cars, you know, fast lifestyle is attractive

(12:28):
to a, you know, a younger man.
But as you get older and you kind of turn that leaf on being a father, you're like,
ah, you know, after my son was about six months old, I'm not really seeing them.
I'm having to, you know, I got all kinds of court cases over my head, you know, problems
with the, you know, my, the mother of my child, you know, you know, trying to get, you know,
visitation, but I wasn't living right.

(12:50):
So I didn't want to fail as a father.
I mean, I'd already made, you know, a lot of bad decisions, but that wasn't one I was
willing to make at that point in time in my life.
You know, that's amazing because most people, even if they have kids, they don't come to
this realization.
And I also want to ask you, like, if I am into all these things right now and later,
later in my life, like after 10 years, I come to this realization that, okay, I have wasted

(13:15):
my time and now it's time to fix things.
Still, I have wasted 10 years.
And the point I'm trying to make is, do you feel that all these things are quite glamorized
in the world right now?
Because, so to a point that even if someone wants to hit these things or someone just
wants to avoid like getting into this party or these slushy drugs or, or alcohol, but

(13:40):
they somehow have to adapt to these things just to, just to stay cool or be in the circle
or just to be glamorized.
You feel that?
Yeah.
So, instead of glamorizing these things and linking it to success, whether these are not
the signs of success.
No, I think, I think the, I think a lot of do, you know, not to get too crazy with it,

(14:01):
but I think the media, you know, pumps, you know, pumps in that, that, that fast lifestyle
to our youth through the music, through entertainment.
I think even on social media now we got people out there glamorizing that they were, you
know, convicted felons and now they're coaches with a kind of romance about that poor lifestyle.
I try to veer from that.

(14:22):
Like, you know, I do podcasts and, you know, the only reason I'm probably on some of the
podcasts because I did come back from that, you know, from that type of life and, you
know, turn my life around and do really well.
But I think on a day to day basis, we, you know, leaders that have came back on it, I
think, you know, we shouldn't romance about it and put it on a, you know, put it up here.
I think we got to do it better, better as men leaders of the community to, you know,

(14:46):
put, put people on the pedestal that have been out here, you know, being good fathers
the whole time, being good, you know, religious leaders, being good pillars in the community.
I don't think we need to take people like myself or other convicted felons that just
child, you know, they changed their life, you know, and now we want to put them on a
pedestal because even like myself, then we're glamorizing it, right?

(15:09):
I don't think poor behavior should be glamorized in the media, social media, the community.
I just don't think we should romance about it and just, I don't know.
I think poor behavior is disgusting at this point.
I just, I'm just like, you know, because it went through a phase now with these coaches
and with everything else.
And like I said, some of them are friend.

(15:29):
I'm just saying, I'm saying as a whole, you know, we don't need to glamorize poor behavior.
Let's start putting the men that were out here and we're good fathers the whole time.
We're good husbands the whole time.
We're good leaders in the community the whole time.
Let's, let's, let's focus that energy on putting these guys on the pedestal and that the youth
will follow them.

(15:49):
We don't want to, you know, I don't want to, you know, I did 12 years in prison.
I don't want young men or women or whoever, you know, to see that and say, Hey, I want
to do that and change and do this and that.
No, let's go ahead and glamorize great behavior.
You know, when they're 13, 14, you know, 12, 10 years old and not glamorize the poor behavior,

(16:10):
right?
Because, you know, we don't want to put people even like myself on, on these pedestals that,
you know, we're engaged in such poor behavior for such a long time.
I think as, you know, people in the, in the industry and the community and the social
media world, you know, I think we need to start glamorizing people that have been great
pillars for a long time, you know, and not, you know, glamorize or romance about, you

(16:32):
know, poor or bad behavior in the past or felonies or I just, I've so far removed from
that at this point that I don't know.
I'm trying to actually curve it myself.
I'm, you know, not proud of it.
You know, I did come back from it does get me some views and likes, but I think people
like myself, we got glamorize, you know, you know, better behavior from the start, right?

(16:54):
The guys that went to graduate high school and, you know, either got into a trade, he
started a business and you know, those guys don't get, they don't get, you know, this
publicity that, you know, was that came back from, you know, the gutter of the streets,
you know, people want to talk to those people, but they're real heroes that, you know, they're
kind of flying on the radar and, uh, and doing, been doing great for a long time.

(17:15):
You know?
Yeah, you are right actually.
And I feel that people should not have these experiences.
And when you have such experiences like the bad ones, they kind of leave some traumas
in you as well that you kind of carry unconsciously and you don't even know that you are just,
you're just responding to those traumas and the responses you are having to certain situations

(17:38):
are just results of those traumas that, that you are carrying unconsciously.
Do you have like, you have been into all of this.
I'm just 25 right now.
How was that experience?
Like do you have any traumas or you felt that even though I have decided to give up that
life, but I still have some experiences or some traumas that shape my response right

(18:02):
now and I have to get rid of those traumas or that, that those chaotic moments as well.
Yeah, that's a good, that's a really good question because yes, I did.
I mean, yeah, there's a lot of institutionalized, you know, parts of life.
If you've been in institutions, you know, like I said, I, you know, I came home from
prison, you know, I served so much time.
I couldn't even order my food.
There's too many choices.

(18:22):
They have been sliding it, you know, to me through a window the whole time.
I stood in line to get, uh, yeah, there's, there's, uh, definitely, um, you know, traumas
that come from, you know, I've been shot, I've been stabbed, you know, I live, you know,
that type of life, but you know, that's when we come self-aware.
So if, if the traumas took control, I would never end up being successful, right?

(18:44):
I would just been institutionalized.
I would have had all the character defects from being around nothing but criminals.
I wouldn't be able to operate out here in society around civilized people.
So yes, that's when they say people that come on from prison or come on the streets, if
they don't address the trauma and the character defects, that's why they'll never bridge the
gap.

(19:05):
So that's why it has to be extreme, right?
We're extreme when we're breaking the law.
We're extreme when we're, you know, trafficking drugs on airplanes.
We're extremely trapped in drugs in the cars or extreme on the, you know, the shootouts,
you know, this is the crazy stuff.
So when you get over on this side, you have to be extreme and self-aware as you were,
you know, when you were doing wrong.

(19:25):
So yeah, if you don't getting sober is one thing and stopping, you know, the poor behaviors
one thing, but addressed in the character defects that come with it, like you said,
the traumas you'll see in relationships, right?
You'll, you'll, you'll have trust issues.
You'll have, you know, uh, you'll, you might have, you know, PTSD, you might have, you

(19:45):
know, if you sat in solitary confinement for a long time, you might have, you know, a lot
of trauma, but we all come home.
We all have trauma, right?
It's some somebody that, you know, I'll look at it like this.
There might've been, you know, you might've been doing right and doing great and, you
know, and life was great for you and you got married young and you know, you were 23 years

(20:06):
old and you went through a divorce and that trauma might be as big as the trauma that
I received from serving all that time in prison.
And we all have our traumas.
This is how we, we deal with them and we don't dictate the rest of our lives.
We, you know, just getting, like I just said a minute ago and I mean, it's like a broken
record.
You can get sober.
You can get out the streets, but if you don't work on your character defects and live with

(20:29):
intention every day, then it will still control you.
You'll just be in a prison.
You'll be prison of the drugs because you didn't wholly heal from it.
You'll be prison of the physical prison because you didn't deal with the trial by every day.
So you really have to work on yourself.
And that goes for anybody, you know, childhood trauma of, you know, growing up in single
parent households or, you know, not having the clothes that, you know, we're cool or

(20:53):
whatever.
We're not traumas, but you can take all that trauma and we start working on yourself and
living with intention and being very self-aware of your, you know, your behavior.
And then anybody can come successful.
It doesn't matter where they come from.
You just got to be self-aware every day.
Perfect.
And yeah, this is something that I need to learn as well.

(21:15):
And you are right that even if you are 23, you can have your kind of traumas and you
just need to be self-aware that, okay, whatever happened just happened and I need to recover
from that.
That's a good point.
Let's just talk about perimeter roofing for a while.
Like I was researching and I came to know that perimeter roofing is like you are, you

(21:38):
guys are operating in three states and you have over five decades.
And one thing that caught my attention was this group of companies, RaptorX.
I'm sorry if I'm pronouncing that wrong, but I guess it's a group of companies and perimeter
is a part of that as well.
But I couldn't find much about how it all started and how the perimeter roofing became

(22:02):
a part of the RaptorX and how this ecosystem operates.
Would you tell me about that?
Like what is RaptorX and how perimeter roofing is part of that and how all of these companies
operate?
Yeah, so it started off, it was me, Todd and Lance, my business partners, we on perimeter
roofing had private equity calling me.

(22:23):
We actually had a broker calling me and saying, hey, do y'all want to sell?
Y'all want to sell?
I kept thinking it was like a prank call.
So I was like, hey dude, I'm on a roof.
I'll get back with you.
So about the third time they called me like, hey man, look, we're seriously interested
in taking you and buying you or actually selling you because it was a broker.
And I said, okay, hey, talk to my business partner.

(22:44):
He's in the office.
So I kind of threw it off on him.
Well we went through a bunch of, you know, due diligence going back and forth, man, it
was about a year long.
We ended up actually getting acquired by Sawmill Capital.
They bought us.
We were actually the A, perimeter roofing was the A. Then we bought Regal Roofing, Blue
Hammer, Hubbled Roofing, then Mills, a roofing and siding in Michigan.

(23:08):
So perimeter roofing started off as the platform.
As we grabbed all those other companies up under us, then we became Raptor.
So we're all one unit now.
Okay.
So you started perimeter roofing from scratch, right?
Yes sir.
Me, Todd and Lance.
Okay.
And yeah, that's cool.
We'll come back to Raptor X later on.
But right now what's going through in my mind is that all these companies that you mentioned

(23:33):
like Blue Hammer Roofing, when I talk about that, Newt Davis is the person that comes
in my mind when we talk about perimeter roofing, you are there.
Like all these people feel that you are high value men and you have those core values that
it takes to build a big business.
And I don't think so that comes with a culture or a mindset that is controlling mindset.

(23:59):
Like you have to empower people, you have to give control.
And most people, like when they start a company, they want to put restrictions out there.
They want to put penalties.
Like if you do this, you will have this penalty.
And thing kind of becomes a part of their culture as well.
And to me, that is not the kind of culture that is scalable.

(24:20):
So to scale a company, you have to empower your people.
I want to ask you, if someone is watching or listening to this podcast and they want
to start a roofing company as well, what's your number one advice to them to build a
strong culture and to run the roofing company?
So what I always tell everybody, if I had, like you said, MIG, if you had 20 MIGs, right,

(24:43):
you would have a pretty good company.
If you had 20 Rainmans, you would have a pretty good company, right?
If you had 20 of the top people here, you would have a pretty good company.
So once you learn how to win in life, you are winning in your personal life, you are
winning in your roofing life, you want to start duplicating winning, right?

(25:04):
So just, you got to lead by example.
And I'm talking about lead by example, 24 hours a day, seven days a week, because we
want to reproduce winning.
So leading from the front, if you're a salesperson, that's about to start their own company, don't
come out of the field.
You need to be out in that field with the guys three to four years off the rip, hire

(25:28):
your office people to do office stuff.
You're a sales rep.
You're not an office person.
So if you think you're about to start a company so it's easier, so you can come out of the
field, you're about to fail.
You got to duplicate winning.
So if I've, if I've still two, $3 million a year, which I did every year, even while

(25:48):
I was training, I would sell two or three or hand it off to my guys and they would equivalent
to two or three million a year.
Then I want to duplicate myself as many times as I can.
Once I duplicate myself as many times as I can and those guys start winning, I want to
duplicate them.
So we just want to duplicate winning.
And I'm not talking about just in sales.

(26:09):
I want guys that take care of their self that lead their household from the front that are
part of their kids life.
If they're not, if they're not married, they pay their child support all the weekends.
They need to be, you know, doing productive, healthy activities.
So we, when you're rooting sales and, and, and you're on social media, you want to duplicate

(26:33):
a great person.
That's a great person, a leader that is a leader and a solid clean person 24 hours a
day because they're easier to manage.
A healthy person is the easier person to manage all day long.
A good looking person that's put together.
I'm not talking about rent six pack or anything.
Even if you're not rent six pack, you know, healthy or anything, as long as you're put

(26:56):
together, collar shirt, you smell good.
Your trucks clean, you look good.
You're kept up.
You know, if you look good, you sell good.
So we want to, we want to invest in these people to be not only good roofing sales people,
we want them to be good people all the way 24 hours a day.
Right?
We want them to be, you know, great fathers, great mothers, great companions, great everything.

(27:19):
Right?
We want to develop that person, not just from nine to five.
We want to have, we want to have great people that are great productive people 24 hours
a day because you're always selling and you're always closing in life.
That's interesting one.
Because one of, one of my guests was John Chan from the durable group and he actually

(27:40):
mentioned these same things as well.
And what I have learned from you so far is that you are saying most people think like
this, like if I am hiring someone, that person will be with me from 9 a.m. to 5 p.m. and
I don't care about what he does the rest of the day.
But you are saying that if someone like has a chaotic life that would be reflected in

(28:03):
their business as well, like how they show up in their work life.
And you're right about that.
So and you mentioned about social media as well.
So I think that most people these days are trying to be to be good on social media, like
they want to look good on social media.
But when we look at their personal life, they are not delivering that top quality service

(28:25):
and like this somewhere initiates uncertainty in the industry as well.
The conclusion I have drawn from this is that many people who look good on social media,
you don't have to trust them right away.
They might be having a fucked up line in their personal life.
What are your thoughts on this?
Yeah, I mean, you know, social media is just the highlight reel of their life, right?

(28:50):
They're not going to show you the bad.
So you just kind of, you know, top will tell everything, right?
So you know, we show on social media, we show, you know, the Lamborghini's, the Mercedes,
you know, the nothing but that, you know, the highlight reel.
But time will tell everything, right?
And one thing at the end of the day, one thing at the end of the day, the math will never

(29:14):
lie.
So you can look like this, you can look like that.
But if you can't keep producing the numbers, time will always show what social media won't.
Numbers will always expose what social media won't.
Poor behavior will always catch up with you no matter what, and you will be exposed.

(29:35):
It just takes the time.
It's actually the truth.
You are right.
And yeah.
So let's just talk about scaling for a while.
Like people often say that working on the business is always better than working in
the business.
And I was listening to you, I did my research, you said that sometimes you have to work on

(29:56):
the business and sometimes you have to work in the business.
And personally, I don't feel like there is a one size fit solution for everyone.
At the end of the day, it's about deciding the kind of life you want to live and the
kind of business you want to operate or you want to have.
And the real challenge to me is like figuring out the processes and the SOPs at every step

(30:19):
after trial and error.
But most people like they want to have a life filled with freedom and they are too much
enthusiastic about designing that life.
They don't focus on the business side of things because they are always focused on scaling,

(30:39):
working on the business, working on the business, and they never take time to actually do the
trial and error process and actually face things and tell their team, okay, that I have
done this and whether this has worked or this has not worked.
This is my experience and you can shape your processes and your SOPs based on that.

(30:59):
But I see most of the times people are just chasing freedom and they haven't defined what
freedom really means to them.
And like you said, they are inspired by those coaches and gurus out there with the definition
that you have to have a life where there is no work.
You just have to be on vacation every time.
Whereas I feel that you need a life you don't need vacation from.

(31:23):
So what's your definition of business freedom?
Yeah, that's the most lazy saying in the world.
I'm going to start working on the business and not in the business.
That's the way it's got a little tired and they're saying, hey, I want to step back a
minute and I'm going to take a break.

(31:44):
That's a lot of complacency without actually saying it.
When you're an owner or a leader at the business, you are the business 24 hours a day.
I'm going to step back.
No, you're going to stay in it.
You're going to keep your foot on the gas.
You're going to build systems and processes.
You're going to use CRMs.
You're going to build out door knocking, canvassers.
You're going to have lead generation.

(32:06):
I've never to this day, if private equity told me right now, Raymond, hey, we need you
at adjuster meeting at four o'clock.
I got my truck.
I got my ladder.
I got my pit stopper.
I'm ready to go.
You are the business.
When you're an owner and you're scaling that, there's no... I ain't going to step back.
You're going to step back and start working.

(32:28):
Who's going to work in the business?
It's your business.
Who's going to take care of the business like it's yours?
There ain't no... Yeah, step back if you want.
Watch your numbers go.
You got to keep your foot on the gas.
That's that laziness.
That's when the entrepreneur is getting tired.
They're all, I'm going to step back and work on it.

(32:48):
No, no, no.
You better stay in that business and keep your foot on the gas because it's your business.
Nobody's going to take care of it like it's yours.
That's your body gives somebody some shares or a piece of the pie.
Yeah, you're the business 24-7.
You are the brand.
You're walking breathing the brand.
There's no letting the foot off the gas.

(33:09):
Roofing changes every day.
Technology's got into roofing, right?
You build a system and a process, the sales process.
You adapt that into the office.
You have your CRM.
You better use everything in that CRM that's designed to do it if you want to scale.
With a CRM, you can be in multiple states.
You've developed your guys into being leaders, right?

(33:30):
You train them from the front.
You duplicate yourself and you instill that in those guys and now you're ready for those
guys to duplicate theirself because you're proud of what you duplicated.
I did that.
My sales managers were trained by me.
Now I'm ready to duplicate them.
The CRM, I can put them in Tennessee, I can put them in Alabama, I can put them in South
Carolina, I can put them in North Carolina.
Okay, now we've did all that.

(33:52):
We have SOP, standard operating procedures.
Okay, so now we got them everywhere else and we're scaling, right?
We're scaling.
So what do we got to do?
Now we got to develop a door knocking SOP or standard operating procedure to run our
canvassers.
Then we built the technologies coming into roofing, lead generation.
So we build a call center that's pumping out two, 300 leads a week.

(34:12):
We're handing those all out.
We got our canvassers knocking the door and we're handing those leads out and we got our
closures going to climb.
But when you're scaling, there's no working, taking that break.
When I hear people say that, I say, okay, so you need a break.
So you're not going to work in the business somewhere and you're going to start working
on it.
So what you're telling me is somewhere you got a little tired, somewhere you got a little

(34:35):
burned out and now you need a little break.
We got to figure out how you're going to live in the business.
You built a life that you don't need a vacation from.
It's fun making money.
Look, when I went on vacation the first six, seven years, so sorry, for the first three
years I didn't take a vacation.
Now I started taking two week vacation.
I got married.
She needed a vacation.

(34:55):
My son started getting older.
It would wear me out down there for a week straight.
I enjoy making a lot of money.
That is fun for me.
I'll enjoy racing mountain bikes.
I enjoy making money.
I enjoy my time with my wife and my son.
And that's what brings me the whole joy.
Like you just said, I built a life I didn't need a vacation from.
I own a home on the water that I can work from now.

(35:17):
So I built a life I don't need a vacation from.
It's interesting.
And you are right actually, because sometimes like if there is any issue or if something
is new in the sales department, as a leader, you have to be there for two months or three
months or even six months.
And you have to do all of these things.
And once you have mastered that, you can have another Raymond and you can just give control

(35:41):
to him and he can like take the control and do the scaling of this process or the system
or the mini system that you have created.
And you are not working in the business now.
You are working on the business because you have created the process, you have mastered
it and you know that what works and now you have replicated yourself.
You're right about that.
And I feel that most people where they go wrong is that they don't know like to whom

(36:07):
they should listen to.
There are so many influencers out there.
And I feel that when we talk about roofing, like when we have interviews, we talk about
all the technical sides of things, but we don't talk about what you actually need to
do.
And that poses a question in me that the experienced guys like you or the leaders like you who

(36:31):
are there who have done all of these things.
Personally, I don't see that most people are trying to pass the knowledge to the next generation
as well.
Do you feel that all this uncertainty or the chaos or the bad things that are happening
in the industry right now, somewhere the big players are also responsible because they

(36:54):
are not sharing the knowledge or they don't have the time to actually be there for the
next generation?
If you're running a non-figure operation, you ain't got no time to be doing no coaching
or guru and really if you're running 50, $60 million sales teams in a region, you're not
going to be coaching and you're going to be coaching every day, right?

(37:16):
But not on here.
You're not going to be coaching because you got a bunch of guys that coach.
The best paying client if you want to get into coaching is a client that's splitting
the money 10, 50, 50 with you and roofing.
Your best paying client is one of your sales reps because you're splitting the money with
them.
They don't have time to go outside of the sales team.

(37:37):
You are a coach.
If you are one of the big players in roofing, you're coaching every day, but you're just
doing it inside your organization.
It's not like the internet.
It's like what was the internet before?
The internet was ethernet, right?
It was just inside, right?
So they are coaching every day, but they're coaching inside the organization.

(38:00):
When I was out there running, you know, perimeter roofing, you know, the sales team at perimeter
roofing on a day to day, if somebody want to learn stuff, I say, well, come do your
subcontractor agreement and join the team.
I'll teach you everything, but I'm going to get paid the whole time.
I'm teaching everything because you're going to be at 10, 50, 50, splitting the job with
me, but I'm a trainee to be a million dollar producer, multimillion dollar producer.

(38:21):
So we're coaching every day, but you need to sign your subcontractor agreement, come
out here and get with me and let's make some money together.
And that's with all the big players that they are coaching every day, but they're coaching
these organizations with two, three, four, 500, you know, guys that are across the country,
but they are coaching.
They're on the zoom calls with their sales meetings.
They are, you know, they're in the board meetings.

(38:42):
They are at the sales manager meetings.
They're coaching every day.
They just don't, they're not putting it out on Facebook, but you know, all the big players
that, you know, the, the mix, the, the Kurt Linden, 10s, the Kaiser's, the, you know,
the guys are still out here, you know, doing it.
Uh, they coach every day since we don't see it because it's inside the organization.

(39:02):
Now that I took a smaller role, you know, I'm at home, so I get a little bored and I
love the industry.
So I'm starting to be a little bit more approachable and a little bit more accessible to just the
general public.
But, you know, right now, usually, you know, on a, on a Friday, uh, you know, 10 45, my
time, you know, I would be out there with my guys knocking, climbing, doing adjuster
meetings, you know, doing, you know, attempted repairs to get claims overturned.

(39:27):
I just now got this break, but you know, for the last nine years, you know, at 10 45 on
a Friday, that's as beautiful outside and sunny as it is.
I would be out there trying to print money with my team by getting on these roofs to
be honest with you, but yeah, all the big players, they're coaching, they're just coaching
inside their organizations on a day to day.
They're coaching seven days a week.
I promise you this talking people off the cliff on the weekends that are, you know,

(39:50):
wore out, uh, you know, out there running storms, doing their, their coach at 24 seven,
but it's just inside their own organizations.
The gurus got time because they're not making that they ain't doing that.
Yeah, I get that because yeah, when you are at that level, you, you have more responsibilities
and you have to deal with more shit.
I agree with you in that.

(40:10):
And let's just talk about, uh, I want to bring private equity into the conversation now because
I have, have had guests on this podcast.
They like don't aren't much, um, like, I don't know how to say it, but they don't like private
equity.
And when, when I post on my Facebook as well, most guys, they say that when a private equity

(40:37):
firm is there, there is no chance for the new guys to, to show up and to, to win project.
And you are someone who has started things from scratch and you are part of the private
equity ecosystem.
I would say now as well.
So how do you see like this hatred for private equity?

(40:59):
Do you feel that it is justified?
Yeah, I mean, you know, I hear them, you know, and like I said, if you want, there's room
all these platforms for you to join.
You can bring your sales team on.
You can, you know, if you get your company big enough, get it over $10 billion, you know,
you can grow old into one of these platforms.
That's the goal to hit.
There's room for you on, you know, private equities, new in roof and it's going to be

(41:20):
here for a couple of years and they're not going to run from it until somebody really
drops the ball.
We have, we're all doing a good job with private equity.
Yeah.
There's challenges with private equity, like with anything, private equity went to the
HVAC world, you know, years ago when it was just like roofing, when it was wild, wild
West and, you know, bundled them up and got huge, you know, national brands and they're

(41:41):
still small guys out there doing HVAC.
I mean, you know, if private and people say that aren't in on a private equity deal, if
somebody calls you up while you're out there climbing the roof and says, I'm going to give
you 30, 40, $50 million for your company.
I promise you, you're not going to hate private equity then.
So what I can tell the guys that I love private equity, you know, we have our struggles.

(42:03):
Absolutely.
Right.
I built a company that I feel, you know, runs a certain way and, and, you know, they do
billion dollar stuff.
I haven't did billion dollar stuff.
I don't understand it.
Um, so, you know, private equity, it, it, it's, I mean, we did, I think, you know, right
over 200 million last year with private equity.
So you know, private equity comes in and, and helps us hit these, hit these numbers.

(42:25):
Um, yeah, if you don't like private equity, you're probably not on a deal or on a platform.
But for us that are on here, they're, they are, they're bringing a lot of stuff to the
table that are helping these companies scale.
They're bundling them up.
They're buying them.
It's exciting time.
I just tell the people that aren't, aren't real private equity, uh, you know, get over
$10 million and start having those conversations.

(42:46):
And then you'll start enjoying those private equity conversations a lot better when you
get gobbled up by them.
Yeah.
I get what the guys were saying, this, that, this and that, I guess you got to pick a side,
but I promise you the better side to be on is when they write your name, figure, check
and you're with private equity.
I don't want to be over there having those conversations where I'm mad at them.
I love them.

(43:06):
They changed my whole family's life and I'm going to support it.
And I'm going to tell people to get her private equity, to level up.
They're going to bring some stuff to the table.
That's going to be confused.
That's going to be hard.
But when you get her private equity, you are going to scale like a rocket ship.
And that's where everybody should be trying to go.
I hear what they're going to say.
They're going to say, Oh, I don't want to be corporate.

(43:26):
I hear you go ahead and get you an eight figure check and then see what song you sing then.
I haven't experienced that, but I have some, we're agree with you, but you have said, because
I haven't had an eight figure check in front of me.
So I don't know what it takes to actually reject that kind of offer.
I agree with you on that.
However, let's just talk about a hypothetical scenario that you are someone who is starting

(43:50):
from scratch right now and you are competing against those private equity guys.
Like let's just say that you are starting from scratch.
How can you, like if you are starting right now, how would you compete with those guys?
Like what would be your strategy to go out against those equity guys?
And because you have to make business as well and you know, they are big players.

(44:11):
So how would you do all of these things?
Like how would you show up?
So I would show up every day with the intention of being grassroots, right?
Be involved with my community, sponsor the soccer teams, sponsor the baseball teams,
be grassroots as you can.
Go get with, you know, your local real estate agents, you know, build out your little hub,

(44:35):
your little platform, be grassroots.
Don't be looking to go into many states.
Build you a solid foundation, roofing company in your community.
Use your grassroots marketing, use your social media.
Your community will rock.
Like once you start winning, start giving back a little bit of the community.
That's what we did.
We paid off all the school lunches in the Metro Atlanta area, you know, and that's how

(44:57):
we got big.
But start small.
Quit watching what they're doing, right?
Quit watching what private equity is doing.
Own your town, own your community.
That's the best way.
Once you start doing that, you start getting to be five, $10 billion.
Go brand yourself.
Go get on the doors.
Leave the door hangers, use the yard signs.
Start real grassroots, you know, sponsor the local teams.

(45:20):
You know, get your name at the local restaurants.
Go talk to the local real estate agents, but own your own your market and don't worry about
private equity.
And then once you start getting the $10 million, look, once you get to $10 million, those conversations
will happen organically.
They will find you to start talking to you.

(45:41):
They're watching you.
But own your town.
If you're just in one county and there's, I don't know, a hundred thousand houses, then
try to roof 2,000 of them.
You see what I'm saying?
Own your town.
You will be your own.
I mean, you look, we roofed about 2,400 houses just at perimeter in Georgia last year.

(46:02):
And that was around 40 billion, 50 million.
There's 4.6 million homes in Georgia.
I roofed only 2,400 of them.
I feel like the biggest loser ever.
I want that's less than 1% of the homes, $50 million in Georgia.
And we did less than what we did a half a percent of the homes in Georgia.
If I felt like I was absolutely killing it, I will should be least doing 5 or 10% of the

(46:27):
market share in Georgia.
It would be, would be, would be my, you know, my preference.
I essentially did $50 million, 2400 homes.
That's just a big neighborhood.
They ain't got to worry about private equity.
There's 4 million homes and you're in your state or 2 million homes and you're saying
try to do about a thousand of them.
And what, look what your numbers are going to be like.

(46:48):
I used to think that my competitor, they're getting my house is this and that.
Well, hold on.
I just did the numbers on Google.
It was, I didn't have to hire nobody.
There's $4.6 million homes.
There's enough homes for all of us.
Private equity.
They wish they could do it all.
And I wish we could do, I wish I could do all those homes, but there's so much, so many
houses for so many roopers that don't get stuck on focusing on what they're doing.

(47:13):
Focus on what you're doing and the numbers will come and the conversations will start
happening.
That's a great answer by the way, because I feel that to summarize what you have said
that the number one thing you can do to compete against that private equity is that you have
to build your brand because all of what you have said is that you have to build your brand.
You have to create that experience that people choose you over anyone else.

(47:39):
And then you are right that you can't do all the homes in an area.
And the same I say to my clients as well, because when I started out, there are so many
agencies out there and I noticed that there are over a hundred thousand roofers in the
U S and all those agencies can't work with every roofer, every single roofer.
So there will be a limit to the number of clients any business can have and that's your

(48:04):
opportunity and the opportunity is always out there.
You just have to build your brand.
So the number one thing would be to build your brand and the number two is that you
have to show up every single day.
You are right about that.
Yeah.
So speaking of this, how do you see technology changing the roofing industry?
Like you, I don't know if you have been into the international roofing expo that just happened

(48:27):
two weeks ago or a week ago, like how do you see AI and technology like taking over or
just transforming the roofing industry?
Yeah, I think so I just got into the tech industry and I got some stuff coming out in
the next couple of weeks.

(48:48):
That'll be interesting.
It's AI based.
I jumped in there a couple of months ago and started on this project.
I'm super, super excited about it.
I think with AI though, the only thing that's really going to affect in the roofing industry,
I think it will affect the admin a lot, right?
Maybe take some of those spots and I think the AI is good for lead generation and then

(49:10):
a lot of the, I think video, that's where I'm coming in, in the tech industry, video
on inspections.
We'll take a big, the product that I'm dropping, it's the video, right?
Just a video that has AI and it describes the damage and builds the report so I can
better serve my client, but it won't replace my sales rep.

(49:34):
I think there's going to be a lot of support here from AI in the industry, but I think
it's more of the only people I think it'll affect will be data entry people or admin
people.
I don't think you're not going to, it's not going to take something off.
It's going to assist the sales rep in the sales process more than it will replace it.

(49:57):
I think AI will make it where your client will have a better interaction in the sales
process on stuff that, you know, the way we transfer information to them.
I think it'll just support the sales process, make it easier for the sales guys, make them
more efficient.
I don't think it'll replace any of the sales.
I think the AI, the only thing it's going to do is maybe clean up the admin a little

(50:20):
bit and maybe a little bit on the lead gen.
But like I said, far as technology, I don't know.
With everything that's going on with the world today, maybe they come up with some, you know,
those robotic things that go in the roof, you know, the field shingles, but there still
have to be the guys out there, you know, operating them.
You know, tech has been super cool in the industry.

(50:40):
You know, the last couple of years, I built a couple of call centers and then sold them
to private equity myself with the help of Elon Analytics.
They actually built the call centers.
I built out my servers and everything, and they were dialing or whatever.
And I sold those to private equity when I sold.
But you know, I think that, you know, the AI will make the client have a better client,

(51:01):
you know, rep experience, but I don't think it's going to replace anybody.
But you know, basically the office people, maybe subalbum.
You know, I feel like as an engineer, I can say that AI is like calculus right now.
Like we have this for the calculus, but we don't know its applications right now.
And we'll have to like in the next decade or so, we'll have to dig into the applications

(51:23):
of AI as well.
And you're right, the admin work would be taken over by AI, but if you consider AI replacing
humans, that's not going to happen.
And you can correct me if I'm wrong here, but I feel personally is that somewhere I
feel that AI will change the sales in roofing.

(51:44):
Like people would have more control over their choices and they would rather want to go online
and choose their roofer instead of someone knocking at their door and pressurizing them
into buying.
Because I feel that with AI, you will have more content creation, you will have more
social media and you people will see more roofers or more guys on their mobile phones

(52:09):
or on their screens.
And that is the thing that that would inspire them or that would encourage them to have
the control over their choice.
So how do you see like the future of door knocking combined with AI and online marketing?
Because I feel that the door knocking will be like it would work, but people want to

(52:29):
have more control over their choices.
And if you can combine that with online marketing or or content creation that would enhance
your performance in door knocking or it would be completely dead in a decade or so.
Yeah, I think AI, so I think it'll all be and that's something that I just came up with
too.
So you'll see it drop in the next couple of weeks when I can drop it when all the legal

(52:49):
stuff's out of the way.
So I think door knocking will always be a thing, but I think with the AI, what we leave
on the door hanger will separate us.
So I think door knocking will always be a thing, especially in a disaster area, right?
When we have a fresh out storm, windstorm, tornado, any cash, traffic event.
I think door knocking always it's been around so long, right?

(53:12):
It's been around so long.
It's so effective.
I mean, all of our business, we did about 16 million dollars.
Well, sorry, we did about so the door knocking company I started and I found it and I handed
it off to my friends.
I wasn't even allowed to own it because of the P.E. deal I was in.
It is 16 million dollars last year.
Just door knocking worth the revenue.

(53:33):
I think AI and technology, it'll all be on what we leave behind the door hanger.
I think you'll be able to scan it and have that zero touch like what you're talking about
with a, they'll control the process a little bit different on their own timeline.
But I think door knocking will always be a thing.
I think the technology will make the door knocking more efficient and I'll make the

(53:54):
client have a better experience.
So if they're saying, Hey, my door's right here while we're talking, it's my door not
there.
Hey, I'm on a zoom or I'm on a podcast and they hold their hanger up and they say, okay,
just scan this hanger and we can do your inspection then.
I said, cool, hang it right there.
So when I got the phone with you, I'll go over there and scan it.

(54:15):
I think that's where the technology will happen.
But I think we're always going to have people on the doors.
But I think like what you said, though, I think that will give the customer be able
to control the narrative a little bit more with the technology.
And that's what I'm trying to do too.
I want to win you, win you, so I'll just give you a sneak peek.
When you, when you get my door hanger, they'll be able to scan it and start the inspection

(54:36):
process their cell and we'll do it all video back and forth.
So they control the narrative.
Like you said, they won't be pushed into that corner any longer.
Hey, you know this, you know, the interaction, I think people are more introverts now and
they'll be able to control that process a little bit more.
And I agree with you on that.
And that's why I developed what we just developed with me and my team.

(54:58):
I love where the client does control the narrative a little bit more.
I love to see what, what you will be coming up with in the next week or so can love to
see what you are developing.
I'll send you, I'll send you a link.
I'll send you a link and you can do one yourself.
Thank you.
Thank you.
So yeah.
What are your thoughts on price increasing right now?
Like the material price hikes.

(55:19):
What I feel is that it is a chance for the low bid contractors to manipulate the homeowners
and most roofers would find it difficult for the homeowners to agree on the high prices.
How would you advise someone like to adapt to this price hikes?
So five years ago, let's see, four years ago, I bought my first G wagon, right?

(55:43):
It was, it was 150, it was 115 grand.
Yeah.
A couple of weeks ago, I just bought another one.
That's 349,000.
Right.
I've had, I've had four of them.
Right.
Okay.
I wanted it.
Right.
I've had four of them.
I've had the regular G 550s.
I've had the, that, that's not a, that's not a need.

(56:03):
That's a want Lamborghini the same way.
You spot Lamborghini four or five years ago, a Urus or a Huracan was, you know, 120 grand
now that 400 grand, but we're going, we bought them, bought them anyways.
I got both of them sitting right there.
It's a billion dollars.
A couple of years ago, it was what?
200, 300,000 for both of them.

(56:25):
The price eggs is what this to that you still eat them.
The thing, the cool thing about roofing is it takes his act to made about 90 days to
catch up with the price increases.
Right.
So if it's an insurance job, it's not going to affect the roof or whatsoever.
You supplement for your price increases.
Look at your scope of work.
See what the date is on the price list.

(56:47):
Supplement for your prices.
Retail it is what it is.
Right.
If you have, if it's the insurance work, don't worry about your price increases.
Supplement for it.
The exact amount will catch up.
It takes about 90 days.
Don't even worry about that.
Don't even put it in the universe of retail.
If somebody's paying retail for roots, they got to have it.

(57:08):
Right.
I mean, there's a reason that they got to have it.
It's just not cause they like the color.
If they just don't like the color, then it's a want.
It's just like my G wagon.
Right.
I wanted it a few years ago, it was a hundred grand.
I wanted it now it's 300 grand.
I figured it out.
Right.
So when they're paying for retail on roofs, you got to figure it out.
If it's the insurance on roots and the carrier is gone and supplement for it, they owe for

(57:30):
it.
You got to put the project back free store condition.
It used to cost 12 grand.
Now it's 18 supplement for it.
Shouldn't affect you.
Retail is the same thing.
Retail is a harder sell for a roof.
But when it's a retail on a roofing job, they got to have it for some reason.
They're either still in the house, buying the house, insurance is counseled.

(57:51):
It's just like anything else over the last, since COVID came in, whatever happened with
all that mess and coat, dude, you figure it out, but people are making historically more
money now.
You got to have a root finance it.
There's so many finances, but it shouldn't affect you.
It shouldn't affect none of your sales process.
Like I said, there's two ways for roofing.

(58:11):
There's retail and insurance insurance covers the bill.
No matter how much the singles is, you supplement for it retail.
They're in a corner where they got to have a roof.
So that goes, if this falls back on your salesperson, it's not that big of a deal.
That's the same way.
Actually, I think that I feel that if, if someone has to get something, they will get
it and you just have to provide the solution to them.

(58:33):
And I personally feel I was scrolling through your social media before this interview and
there were so many posts that you made.
I was feeling that, okay, we align on so many things.
And this is a personal kind of question that I want to ask you.
What is high value mindset?
Because I see this everywhere in your post.
What is high value mindset and what does it mean to you?

(58:56):
Yeah.
High value mindset for me is, so I'm the, me being a male, right?
Me being the, me being the, I'm a male, right?
It's 2025, I'm a guy.
I'm the leader.
I'm the leader of my household.
High value mindset for me is I protect and I provide for my wife and my child.
I do right by my, all my sales team, no matter what, because they bring the money in the,

(59:18):
in the door.
I do right by all my subcontractors that do, you know, do the installs.
They always get paid.
I do right when nobody's looking.
I take care of myself physically, mentally, I stay healthy.
I don't text, like other girls' pictures, anything like that.
You know, there's no, there's nothing outside of my marriage, right?

(59:40):
I lead by example to my son, we run 5Ks together.
I race bikes in front of him.
You know, I race bikes.
He does jujitsu and soccer.
We live a high value lifestyle, right?
With nothing hidden.
If my son grows up and is, is just the person I am today, not beforehand, just what he sees.
He doesn't see drinking.

(01:00:02):
He doesn't see arguing.
He doesn't see, you know, he doesn't see any, he doesn't struggle for anything.
He goes to private school.
He believes, you know, no matter what the religion, you know, whether it be, you know,
Muslim, Christianity, Buddhism or anything, he believes in a higher power.
He practices that higher power.
We all do, right?

(01:00:22):
We hold each other to a standard.
There's nothing to be shameful of.
That's a high value mindset, right?
You pay your bills, you live with inside your means.
It is dialing every aspect of your life, mentally, physically, spiritually, and business wise.
Every one of them is dialed all the way in, right?
We got the music all the way loud as we can.

(01:00:43):
That's high value mindset that you're touching every unit.
Like I could do great in business, but I could be 300 pounds.
That's not high value mindset.
I could do horrible in business that be ripped at six pack.
I could be having, you know, everything else in my life, my life could be, you know, intact,
but I'm cheating on my wife.

(01:01:04):
I could, you know, I could, you know, run a business and not care about my hands or my
employees.
High value mindset is with everything, everything you're living with intention.
That's high value mindset.
You're, you are actually living and touching every aspect of your life and working on every,

(01:01:26):
nobody's perfect, right?
Nobody's perfect, but we are actively working on every part of our life, living consciously
and every step of the day, 24 hours a day, seven days a week and every part of our life.
We are thinking clearly and morally about every move we make.

(01:01:48):
It's powerful.
And yeah, I was watching a reel by like Trump and he was telling his kids that you have
to get all straight A's in your school and then you have to do like no drugs, no tattoos
and nothing.
And this is the standard, like when you set your standards for your kids or the upcoming
generation, it's good.

(01:02:09):
And what I take away from, from this high value mindset is that you have to give your
best in all the domains of your life and you have to constantly improve and you have to
believe that if you actually give your best, you can't fail.
Yeah.
Every aspect of your life.
Like when, when I was working till eight, nine o'clock at night, what, you know, when

(01:02:32):
I'm out there with my guys, climbing the Rouge, you know, doing the gesture meetings, everything,
I still come home.
I would come change my shoes, change my clothes, go in this door, out that door and go into
my gym.
I would be out there at 11 o'clock at night, still getting 30 minutes of fitness in because
it's not only good for my physical health, but my mental health.
I want to practice what I've reached.

(01:02:52):
I still try to, and now I do struggle a little bit on eating clean.
I'm not ripped and I'm 47 years old.
I try to be slim and fit, but I, you know, I live with intention every, every minute
of the day.
If you're winning in your personal life, I promise you this, when you get dialed in with
your marriage, you get dialed in with your fitness, you get dialed in with your eating,

(01:03:13):
you get dialed in, you know, running, biking, gym.
I promise you this.
If you start on that way first, you go around your employer or whoever you're working for
or with or however your business, they will see that change and it will get better.
The same thing.
Once you start having a healthy business lifestyle and you're taking care of your guys and you're,

(01:03:36):
you know, you're taking care of your team, you're paying your bills, you're growing and
everything else, you'll start living better out here.
You want to start working on your, you get all that dialed in, you start working on your
marriage, your kids, your house, your, you know, your health and everything because it's
all got to, you know, it's all, it all coincides, right?
You're not going to be winning in your career and losing tremendously in your, in your personal

(01:04:01):
life and be a productive member.
It will catch up and it will ruin your career.
So when you are, when you got both of them dialed in, when you got both of them dialed
in, then that's when you start coming successful.
You will never be successful if you're losing in your personal life and it will come to
the workplace.
It happens every time I've watched it.

(01:04:22):
It runs full circle to be a successful person.
You're going to have to win 24 hours a day and that is health, mental health, fitness,
spiritual and business.
It's not, they all coincide.
There's not, there's not a separation.
If you're losing personally, you're losing business.
It'll just take some time to catch up.
If you're losing in business, you'll start to self-destruct personally.

(01:04:46):
So it's full circle man and if you can get people to understand that, if they can quit
drinking, quit the smoking, quit, you know, standing around, you know, a lot of people
in their thirties and forties, all I mean they do on the weekends, look, they haven't
ran the last time they ran or did anything athletic was high school, in high school at
PE or middle school at PE for that matter.

(01:05:07):
That's the last time they did anything.
All they want to do is go meet some other couples and eat and drink alcohol all weekend
or they want to go to the lake, stand around and drink alcohol.
Or they want to, you know, go to this sports event, sit there and drink alcohol.
Or they want to go to this, you know, this concert and drink alcohol.
They don't do anything, but they're not usually successful at business either.

(01:05:27):
They're at, they're just going through the motions, getting the paycheck or even if they
own their own business, they're staying at this plateau.
Once you start winning in your personal life, you're going to start breaking other boundaries.
Once you start winning in your business life, you're going to start breaking other boundaries
and it runs full circle.
All these things are great, Raymond.

(01:05:47):
And I agree, I am practicing all these things right now as well.
And I feel that when you, you work on self mastery, kind of just, you know, everything
starts to get in order and you just start to enjoy the benefits as well.
However, from last few weeks, this is something that I'm facing personally.
And I don't know if you have faced this in, in your life or not, but I feel that when

(01:06:11):
we are grinding or when we are in this grinding phase or when we are constantly improving
at some point, there are people around us.
We just don't look at them.
We don't know like any day can be the last day of someone.
We just spoke today and all of a sudden we realized that we were so much self focused

(01:06:34):
that we ignored all these people around us.
And we just don't get a chance to get to have them back in our life again.
So how can someone like me or someone who is young, who is in the grind right now can
balance these relationships out there as well, because you can have the success, but if you

(01:06:56):
don't have the people with whom you can share that success, it kind of leaves you with some
emptiness inside.
I don't know if I have articulated it in the right way or not, but no, you're doing it
right.
Yeah.
Yeah.
So, all right.
So the only people in my life, sons, my mother and father add value to my life, right?

(01:07:17):
Either they add value, anybody who's in my life right now, they add value.
If it's my team, I'm just going to be frank.
If it's my guys, we're building something together.
If it's my parents, I call my mom and my dad.
I'm lucky enough to call them once a day.
They're older, but they're still alive.
So I call them once a day.
If they don't add, so if people don't add value to my life spiritually, right?

(01:07:42):
Monetarily, or how do we say it?
Monetarily, I think that's how you say it.
Monetarily are some type of joy of companionship, then they're not in my life.
And that's okay, right?
So like most of my friends that I hang out with that I don't make money with, they meet

(01:08:03):
me at my bike races.
They beat me at, you know, when I go ride my bike.
Other than that, I don't have, I don't, I don't have time.
When people say there's remember that saying it's lonely at the top.
There's no lonely at the top.
It's this you out grew a lot of people.
You're still, when you're in those circles and you're in this grind state, you're around
people, you know, you're around me right now.

(01:08:25):
Right?
So, so you're going to be around, you can't drag anybody.
You will outgrow people and it will be weird.
But you know, you're doing it for you.
You're not doing it for them.
You can't drag them along.
Hey, that's what social media is for.
If you want to share a win, share it on there.
They can either choose to like it, love it, or keep scrolling, but you're doing it for

(01:08:46):
you and your family and your future.
It's okay to do it alone.
And that's what people don't realize.
They got to have, look, so she sheep run in a pack, right?
You look out there in the field.
So I'll fill the sheet.
Right?
You'll see wolves.
You'll see, you'll see a, you'll see one wolf up here by itself.
You'll see a lion by itself.

(01:09:07):
You'll see a shark by itself, but you'll see big schools of fish.
Right?
Big schools of this fish, big schools of cow, big schools of this.
You'll see a cheetah over here laying by itself.
It'll go back to the den later on, but it's going to go out there and hop by itself.
And that's what you got to figure out.
Are you a pack animal or are you a lone animal?

(01:09:29):
Pack animals are average.
They all look the same.
We can't tell them apart.
I got some donkeys out there.
I can't tell them apart because there's a pack of them.
But if I see a coyote running over here, they ain't but one.
Right?
So are you going to be a pack animal or are you going to be a lone wolf?
You're going to be a lone lion.
So that's the two difference.
So when you're in the grind state, you're by yourself.

(01:09:51):
You're that shark.
You're that wolf.
You're that lion.
You're that cheetah.
Okay.
So when you find complacency and you got tired, go over there and be a cow.
Go over there and be a sheep.
Go over there and be a goat.
We're wired two different ways, but it takes people.
It takes all kinds of people to make the world go around.
You just got to figure out are you going to be in the flock or are you going to be that

(01:10:13):
lone animal over here, that alpha animal.
So you're not going to find average people or in packs.
Extraordinary and great people are in ones or twos.
Remember that.
Because nature does the same thing.
You don't want to be in a pack.
Leave them people alone.
You don't want to be average.
They're all over here.
They're all over here.

(01:10:33):
Usually the big pack of average people are all over here and they're all holding a beer
or a drink.
Think about that.
Those big crowds, they all got what?
They're all sipping that alcohol.
They're all doing this.
They're all looking at that one guy on the stage playing the thing.
Are they all watching that one player throw the football?
You want to be that person on the stage.
You want to be the person throwing that football.

(01:10:53):
You want to be that person.
Look, when we're all watching somebody speak, we're all sitting here like this, right?
We're watching that one person.
You got to figure out if you want to be in the crowd or you want to be on the stage.
Don't worry about those people.
You're going to leave them behind.
You want to leave.
You're winning.
If you're alone, if you're alone after a long day of killing it, you're where you need to
be at.

(01:11:14):
Remember that.
Thank you.
Thank you so much.
And I'll keep that for entire life.
Like this is so powerful and you have clarified so many of my thoughts because I used to feel
that if people are around me and you know, sometimes my friends even complain, like I'm
not giving them time, but you are right.
It is not important that you are making money with everyone.

(01:11:36):
However, they have to add value into your life some way or the other.
And if they are not adding value, they are not meant to be there.
You're right.
And yeah, thank you so much for that.
And as we are heading towards the end, Raymond, I want to ask you, like, do you believe that
showing gratitude over things, even if you have nothing kind of attracts the things that

(01:11:58):
you want?
Yeah.
So you should say showing gratitude, even if you don't have a lot of things or be thankful
for what you got.
Yeah.
So the house that I'm talking to, so, so last eight, nine years, I probably paid roughly
12, 13, 14 million dollars, right?
My net worth eight figures.
As I talked to you, I'm sitting in a 1500 square foot house that I bought for $65,000.

(01:12:22):
So I made a promise to myself.
Once I made my first million, I almost moved, right?
So I said, no, no, no, this will be my grounding.
I'm just going to redo this house.
So I redid this house and every morning I would wake up here every other week because
I live in Florida too.
But this is my gratitude, right?

(01:12:44):
I don't have any, you see a bear, there's no pictures, there's no, there's no nothing
in there.
There's nothing in there.
There's no, there's no little trinkets.
There's no nothing.
It's fair.
It's all glass or mirrors or screens, right?
And even a digital fireplace, there's no little things, little chickens, no little statues,
no nothing, right?

(01:13:04):
But I showed gratitude every day.
First and foremost, there's no Rolex.
There's a Garmin watch, right?
There's no nothing.
You know, I have a couple of nice necklaces that were given to me by my team or whatnot.
So I showed gratitude every day by, I wear simple clothes with no brand names on them.
You'll never see me with a shirt with a brand name on it.

(01:13:24):
I wear jogging pants or windbreaker pants every day.
There's no, I like my accessories.
Like I'll have like a Louis Vuitton wallet or something like that or a key chain or something,
but I keep it real simple to show my gratitude, my simpleness.
I live in a small home, my house in Florida is not big, it's nice, it's not big, but I
show gratitude for everything I got by being a minimalist.

(01:13:45):
I don't need a lot of things to be happy.
I need my, all I need is my help and my able body and I will become a millionaire in any
country or anywhere you put me, right?
Because that's how I show my gratitude.
I want to keep it super simple.
I do drive nice cars, right?
But I do travel a lot.
I drive nice safe cars, but I travel a lot.
But everything else, when I walk around, I walk around in simple clothes because I want

(01:14:10):
to be approachable and I want to show gratitude to the people that I'm around.
I'm not, I don't want to smear it in their face.
I sat in the room with billionaires, with private equity, with just sweatpants on and
a t-shirt on.
And you know, I think saying, and that's who I am, right?
I'm not wearing, you know, crazy stuff.
I'm not a movie star.
I don't do photo shoots.
I do post a lot on Facebook, but it's not pictures of me.

(01:14:32):
If it's a picture of me, usually it's a picture of me and my wife, right?
Because I show homage to the hustle, right?
To the hustle.
And I show gratitude.
I give a lot of little nuggets out on Facebook.
I'm a coach for SVG, but I haven't did anything yet, right?
But you know, I show gratitude like, well, when am I, I don't really have any competitors
because there's so many roosts for everybody, but I show gratitude.

(01:14:54):
If somebody asks me a question, I answer it.
Even on Facebook, I answer their question.
You know, just staying down where you're approachable, I think is showing gratitude on a day.
If you're worth a million bucks, you're worth 10 million bucks, you're worth, you know,
whatever, a hundred grand, you're worth 10,000.
Showing gratitude is, you know, being humble enough to, you know, have decent conversations

(01:15:15):
and not separating yourself from the other people in the industry.
I show gratitude to the industry.
It changed my life.
I love it.
I always will try to stay a little bit in this space.
I volunteer my time into the industry.
You know, yeah, I just think, you know, we should show gratitude and not only show gratitude,
we should stay a little humbled no matter what our success is.
Getting so much to learn from you.

(01:15:36):
And you know what?
I think that you don't need to live in a 10,000 square feet house because most people do that.
And most of 80% of the house is always empty because they are just two or three people
living in the house.
And the reason why people do it, it's because they haven't defined their rights and wants
in the beginning.
They don't know what they have to do and what they don't have to do.

(01:15:59):
And this is what I have learned from you, Sohkhart.
Thank you so much for that answer.
Let's just say like, let's say that your kids are watching this interview five years from
now.
What would be the lesson or advice you would want them to stick entire life to stick to
like their entire life?

(01:16:20):
Just watch what I do and do what I do.
I'm not going to tell you.
I'm not, you know, a lot of parents out there, you know, they, you know, you know, it's weird.
So I lived the example, right?
So you know, you'll see, you'll see a parent out there and you have a big old belly, right?
It has a big old belly and he'll be kind of sloppy.
And then you'll see, you know, the wife, the wife will have a, you know, she'll be, you

(01:16:43):
know, out of say probably can't bend over doing anything.
And then the kids, the kids will be there too.
They'll all be, you know, out of shape and not put together too.
Because I live the example so that there, there, there's, there's never going to be
a, um, I don't want to be a hypocrite, right?
I want, I want my child to, to see what I did.
Like I said, I've been sober since he was six months old and that's all he knows.

(01:17:05):
So that I'm just following my footsteps.
I don't have to tell him nothing.
I'm going to show him every day.
So my last question to you, please be the, you know, be the living example.
Don't I don't, I don't have to tell him to do anything.
He sees what I'm doing and just follow my footsteps.
Just not do it, you know, I forgot to say, and it's a do as I tell you, not as I do.
I don't live that life.

(01:17:26):
You do as I do and I'll be happy with your accomplishments.
Just do what dad does and you'll be fine.
You know, but I feel I'm not a dad yet, but what I feel when you have that heroic kind
of personality, like you are the charismatic person in the home, your kids kind of automatically
start to follow you.
You become the inspiration as well.

(01:17:47):
Like you don't have to tell them do this, do this.
They just follow you naturally.
Yeah.
They eat what you eat.
They, they, you know, they, they go where you go.
I don't, I don't go anywhere where my kid can't go.
Um, you know, if I go, if I go watch a fight, we sit at VIP, um, my kid comes with me.
If I go to a bike race, my kid comes with me.

(01:18:08):
If I go, we run five Ks or 10 Ks together, my kid comes with me.
I, he's my only example.
I'm putting in the world.
I don't, I don't.
Well, there's not, I don't go anywhere where my that's 21 and over that has some type of
something my kid can't be involved in, uh, work out here on the 65 acres, uh, in front
of me, um, at my house and he does too.

(01:18:32):
So I'm the living example for him.
He is, there's no, yeah, there's no, it isn't, there's no just perception.
It is real life and we got to get on top of that.
If my kids sees my social media, I don't custom my social media.
I do, I'm not perfect.
I do cause you know, here and there, but I'm saying there's nothing that he can't see.

(01:18:53):
You know what I mean?
There's nothing that he, you know, you, that's my only product.
I'm duplicating myself.
Not even with, not only with my sales reps, but with my kids.
So everything, what you see for me, 24 seven is a direct representation of either my brand
or the company or my child or my wife.
So we are, we are, we don't have, we, you know, there's no highlight.

(01:19:18):
The highlight real should be 24 seven.
My last question to you is what is the thing that destroyed you completely and you still
acted like nothing happened?
That's a, that's a hard one there.
Probably what tore me all the way down.
Probably, you know, my incarcerations, right?
Uh, I don't really talk about them much.
I probably could be like one of these people like, you know, Wes Watson or one of these,

(01:19:41):
you know, when these crazy summer bitches that come out of prison, you know, I don't really
talk about it much.
So someone on a podcast and you asked me or do whatever, but that probably tore me all
the way down.
You know, I, uh, you know, leaving, um, you know, you know, you having your freedom took
from you, um, you know, being in solitary confinement for weeks at a time, you know,

(01:20:02):
just 23 hours in one, you know, locked down, uh, for getting a fight, you know, getting
a fight inside there or getting involved in some stuff you shouldn't have been inside
a prison.
So not only are you have been stripped of everything to be in prison, but then you get
in trouble in there and they put you in the, in the solitary confinement, um, spending
weeks and months in there at a time.

(01:20:24):
I think tore me all the way down, but it tore me all the way to the fair, you know, to the
bone, right?
Emotionally, physically everything, but it tore me down.
But it made me who I was.
So I don't talk about it, right?
It made, that's my superpower.
All those months in incarceration, you know, being away from loved ones, being away from

(01:20:46):
your family, being away from your friends, you know, everything.
Yeah.
It tore me down, but you know, it made me who I was.
So you know, you know, that's my superpower and you can't, you gotta be a bad person to
get it.
So yeah, I think it tore me down, but it made me who it was.
So I'm thankful for it.
I'm thankful for everything.

(01:21:06):
I don't have no, I have not one regret in my life.
Not I don't have not one.
I don't regret one thing in my life because look where it, look at the destination that
took me.
I'm so blessed and thankful for all those months and years in prison.
I'm so thankful for my parents' divorce.
I'm so thankful for my drug and alcohol abuse.
I'm so thankful for being shot and stabbed.

(01:21:28):
I'm so thankful because look where I'm talking to you right now.
I'm worth eight figures.
I got my help.
I'm great.
I can run into a 50 mile bike race.
I can jump in my Lamborghini.
I can jump in my G wagon.
I can do whatever.
So I have no regrets at all whatsoever.
I need to do better every day.
I need to eat a little bit cleaner.

(01:21:48):
I need to pray a little bit more.
I need to, you know, tell my wife I love her a little bit more.
I need to give her a hug and not be on the phone so much anymore.
But I am thankful and have no regrets to where I'm at right now at 11 31 today.
And you should always live like that.
Listen, there's nothing bad ever happens to you.

(01:22:09):
You never lose any money.
If something bad happens to you, that was just a lesson that you learned.
It wasn't bad.
It shakes and molds you.
If you lose, I lost one day, I lost $400,000.
I lost $400,000 one time.
I lost $60,000 another time.
Stuff like that.
That was not, that's not nothing bad.

(01:22:31):
It wasn't nothing bad.
It was fine.
I didn't dictate it changed my lifestyle.
It lose my day.
You know what?
That's just the lesson I paid for.
One cost me $100,000.
One cost me $60,000.
I should be thankful for that because I learned the lessons and never did it again.
So it's all life is just all a perception.
Nothing bad ever happens to you.
Never lose any money.

(01:22:52):
Either that was a lesson you learn to make you stronger or that was a lesson you paid
for monetary to learn not to do it again.
And it's all life is all a perception.
You can wake up in an alley or you can wake up in a mansion.
But long as you, you, you, you, you wake up and you have a dip, you know, nothing, nothing

(01:23:13):
bad happens to you.
You just keep learning the lessons and that's it.
There's no difference.
We're all born.
We're all born the same.
We're all born human beings.
We're defined about how we all were defined about how we react when something's reacted
to us.
Something happens to us.
We're defined the person we become is how we, we deal with that problem, but we're all

(01:23:34):
the same.
So if I went to prison the first time and chose to be a victim, oh, this happened to
me.
Oh, I'm the fella and I'm never going to be not enough or I could go to prison the first
time and learn, whoa, don't do that again.
Now I'm gonna go out here and do this, this and this.
We are just what life throws at us.
Our character is how we react at what life does that is or what God or whoever, you know,

(01:23:58):
whatever it's that's what defines us.
But we were all born equal.
You answered that beautifully and I got so much learned from that answer.
And one thing I have noticed also is that everyone I have met who has really achieved
something big in their life, they never regret anything.
And you are right.
That life is just a perception.

(01:24:18):
Like oftentimes we think that, okay, this is the destination and all those things that
I have been through took me to this destination.
But on the very next day you realize, okay, this was not the final destination was just
part of the process.
And I don't even know where the road is taking me.
And 10 years or 15 years down the line, you are, you have become a millionaire or a billionaire.

(01:24:42):
And now you are grateful and you are grateful in the process of grinding as well.
So all of that was just part of the process.
That's what I have.
That's all it was.
It was just a lesson you paid to learn.
That's it.
And keep moving.
Don't do that again.
Cost me 400 grand.
Cost me 60 grand.
Well, there's 90 grand.

(01:25:02):
Better quit doing that.
Yes.
It's no nothing.
Doesn't break you.
Look, as long as you don't have a terminal disease, you can overcome anything.
Money, they print money every day.
I told my business partner a long time ago, he was about to buy this Viper and he's like
Dodge Viper.
I remember he's bought Viper.
And he's like, man, look at this.

(01:25:24):
I said, buddy, they make them so we can buy them.
We just got to go get the money to go get it.
Ferraris, Lamborghinis, they're a million dollars.
If you want it, they're making them so we can go get them.
We just got to go get the money so we can go get them.
You got to figure it out.
And that's with anything.
That's with buying that house.
That's with buying that bicycle.
That's with buying that expensive car.
That's with buying, you know, putting the swimming pool in the backyard.

(01:25:47):
They're making them and they're putting them in or people are buying them every day.
It's just upon us to go find the money to go do it.
That's it.
There's no, you just, you go and apply yourself.
Every day you wake up, you need to go and apply yourself to be a better person.
Put your stuff down.
I want a pool.
I want a house.
I want a vacation house.
I want a, you know, whatever, a Ferrari.

(01:26:08):
Okay, cool.
You want all that?
Well, they make all those things, right?
That's not something that's not attainable.
They put swimming pools in.
They make Ferraris every day.
They make homes every day.
They make, you know, vacation homes every day.
Okay, cool.
They're making them so you can go buy them.
You just got to go get the funds to go buy them.
So it's not, nothing's not obtainable.

(01:26:31):
You just have to go get it.
It's not rocket science.
I can, listen, I'm dyslexic.
I read and write at about a, probably maybe sixth or seventh grade letter level.
I have spent 12 years in prison.
I'm covered head to toe in tattoos.
I wish I wasn't all over, everywhere.
Listen, I made up my mind that I wanted a different type of lifestyle.

(01:26:54):
I figured it out.
I went out.
I have lived by that motto about those cars and houses and everything since I was 16 years old.
I just had to figure out the vehicle to go and get them.
They build them so you can go buy them.
You just got to go get the funds to go get them.
And that was what happiness life is not just about money.

(01:27:16):
If you want to have the life that you want, find the partner that's going to provide the support to go get it.
If you want to have the awesome body to whatever, to go do whatever, go sign up at the gym to go make it happen.
It's all just processes.
And I promise you, if I could do it, anybody can do it whatsoever.

(01:27:41):
There's no magic to it.
Go out the door every day to create an opportunity so you can have the things you want or you can marry the person you want or you can, you know, whatever you do.
Go out the door with the intention to get to that goal every day.
And the next day, get a little closer.

(01:28:02):
The next day, get a little closer.
The next day, get a little closer.
That's it.
There's no magic.
It's just effort and showing up to do it.
Thank you so much for your time, Raymond.
Thank you so much for being here on the show.
And I hope that the audience gets so much to learn from you, whether it's in roofing or it's in the personal life or creating business.

(01:28:23):
Thank you so much for your time.
Is there any signing off notes or advice that you have for the people who are watching or listening to the podcast?
Yeah.
So get up, take care of your health every day.
Take care.
Invest in your health like you invest in your career.
Go out the door every day and make it happen.

(01:28:44):
If you're in roofing every day and you're a roofing sales rep, a hundred doors a day, you will never have a problem until you build your pipeline.
So go when you first start off, count out a hundred door hangers.
Even when you don't feel like knocking, go hang them.
Treat it like a real job.
If you're not self-disciplined, go out there and work 10 hours a day trying to get some type of lead every day.

(01:29:08):
Work 60 hours a week until you can find that happy medium.
Work 60 hours a week in roofing, knocking doors, walking in places, banks, any retail place you see that needs a room.
Ten hours a day, apply yourself to roofing until you have your pipeline built and everything will work out.

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From Rock Bottom to Roofing Success | TRM Episode 6 w/Raymond Wendell

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.css-14f5ked{margin:0;word-break:break-word;display:-webkit-box;-webkit-box-orient:vertical;box-orient:vertical;-webkit-line-clamp:2;overflow:hidden;}From Rock Bottom to Roofing Success | TRM Episode 6 w/Raymond Wendell